Hit a Higher Prospecting Average: Master Your Sales B.A.T.
Prospecting is the lifeblood of a successful sales career. Yet for many professionals, it's also the most avoided activity on the calendar. If you find yourself procrastinating or dreading cold outreach, it might be time to evaluate your B.A.T.—your Behaviors, Attitudes, and Techniques—to uncover what’s truly holding you back.
1. Attitude: What Do You Believe About Prospecting?
Let’s be honest—on some days, picking up the phone feels like lifting 200 pounds. That’s not about muscle; it’s about mindset.
If your internal dialogue sounds like:
“Cold calling doesn’t work anymore,” or
“I just don’t have time to prospect”
…your attitude is actively sabotaging your results. Sales is a mindset game. A negative belief about prospecting leads to avoidance, poor preparation, and ultimately poor outcomes. Reframe your thinking. View prospecting as an opportunity, not a chore.
2. Behavior: What Are You Actually Doing?
Even with the right mindset, success won’t come without consistent action. Look closely at your current sales behaviors:
How many dials do you make each day?
Are you attending regular networking events?
Do you track and review your prospecting metrics?
A strong prospecting plan is built on repeatable, measurable actions. The more clarity you have around what’s working, the more you can double down on the highest-impact behaviors.
3. Technique: How Skilled Are You in Prospecting Conversations?
Doing the work is one thing. Doing it well is another.
You might be making the calls—but getting stuck in voicemail jail. Or you might get past the gatekeeper, only to stumble in the conversation with the decision-maker. If your technique isn’t refined, your activity won’t convert.
This is where coaching and training pay off. Invest time in sharpening your approach. Learn how to ask better questions, handle objections, and leave voicemails that get callbacks.
Final Thought: What’s Your Prospecting B.A.T. Average?
Improving your results doesn’t always mean doing more. Sometimes, it means doing it better—with the right mindset, focused effort, and skilled execution. When your B.A.T. is aligned, you’ll stop dreading prospecting and start closing more deals.
Want help building a prospecting plan that actually works?
Join a complimentary Sandler workshop and get hands-on guidance to improve your sales B.A.T. average.
